Marketing for MSPs: Stop Underselling SaaS Backup

Marketing for MSPs is full of opportunities to stand out, but few are as overlooked as SaaS backup.

Too often, MSPs tuck it inside a Microsoft 365 or Google Workspace bundle, letting it fade into the background. Clients see it as “just another line item,” not the safeguard that could save them from costly downtime or compliance nightmares.

The risks are real. Datto reports that 1 in 3 companies lose data stored in the cloud, and up to 90% of that loss is caused by user error. That includes accidental deletions, overwritten files, or sync mishaps. And here’s the kicker: Microsoft and Google both recommend third-party backups for full protection.

In this post, we’ll show you how to reframe SaaS backup as a must-have for business continuity, compliance, and security, while also driving higher profits and retention.

Why Your MSP’s Current SaaS Backup Messaging Isn’t Working

If your MSP promotes SaaS backup as merely "included," you're undervaluing your service and confusing customers about its real purpose. Businesses mistakenly believe SaaS applications like Microsoft 365 or Google Workspace automatically include robust backup, but that’s false. Microsoft and Google explicitly recommend third-party backup solutions.

File sync tools like OneDrive and Google Drive may seem like backup solutions, but they're not. They synchronize data, which means if ransomware infects one file, it spreads to all synced copies. Additionally, file versioning in sync tools is limited and controlled by users, not centralized IT management. If a file is deleted, older versions vanish too, leaving data permanently lost.

Effective marketing clearly draws the line between sync and true backup. You must educate clients that file sync enhances productivity, but backup secures data recovery and protects against threats like ransomware.

Messaging pivot examples:

Current: "We include SaaS backup in our services."

Improved: "Your Microsoft 365 data needs active protection against user error, ransomware, and outages—our proactive SaaS backup ensures your business stays secure and productive."

Current: "Our MSP bundles SaaS backup solutions."

Improved: "Avoid costly downtime from accidental deletions or ransomware—our comprehensive SaaS backup gives you complete control over data recovery."

Current: "Backup is part of your service agreement."

Improved: "Don't rely on limited sync tools. Our dedicated SaaS backup service ensures rapid, reliable restoration of your critical cloud data."

Clear, specific messaging educates your clients effectively. It demonstrates your MSP’s proactive approach and makes the value of SaaS backup immediately apparent. With strong messaging, clients recognize your service as essential to their business continuity.

Strategic Content and Messaging for Your Blog Channel

Your blog channel is ideal for clarifying common misconceptions and showcasing the tangible benefits of SaaS backup. Focus on practical business scenarios and real risks that resonate with decision-makers.

Explain the Shared Responsibility Model explicitly. Microsoft and Google secure their cloud infrastructures, but expect businesses to protect their data. Many organizations remain unaware that responsibility for lost or deleted data lies entirely with them, not the SaaS providers.

Highlight common yet overlooked risks. User errors, accidentally deleting important files, or overwriting key documents, account for up to 90% of SaaS data loss incidents. Additionally, ransomware frequently targets SaaS platforms, compromising critical business data and productivity.

Example Blog Topics:

1. 5 Reasons Your Microsoft 365 Data Is Vulnerable Without SaaS Backup

2. The Truth About File Sync: Why OneDrive Isn’t Enough for Data Protection

3. Real-World Impacts of SaaS Data Loss: Stories and Solutions

4. Understanding Your Responsibility: Microsoft and Google's Shared Responsibility Model Explained

5. How SaaS Backup Protects Your Business from Ransomware and Human Error

   
   

Strategic Blog CTAs:

1. Protect your Microsoft 365 data now—join our webinar to learn practical steps for safeguarding your business.

2. Ready to secure your data? Schedule your complimentary SaaS backup consultation today.

3. Concerned about data loss in the cloud? Download our quick guide on SaaS data protection strategies.

   
   

Your blog is a powerful tool to educate and influence clients about the importance of SaaS backup. Use clear, practical content to highlight risks and guide clients to appropriate solutions. Doing so positions your MSP as a trusted partner who proactively safeguards their business data.

Turning Webinars into Powerful SaaS Backup Lead Magnets

Webinars excel at converting awareness into concrete interest and appointments. They offer interactive, engaging formats for addressing specific questions and real-life scenarios your prospects face. Webinars demonstrate your expertise and build trust.

Highlight significant SaaS outages to create urgency. For example, Microsoft 365 experienced multiple severe outages in October 2020 alone, affecting millions. Similarly, Google outages have disrupted global productivity, clearly illustrating why third-party SaaS backups matter.

Provide clear, practical examples during webinars about how your solution mitigates these risks. Show viewers exactly how quickly your SaaS backup restores lost files and prevents downtime.

Webinar Topic Ideas:

1. How to Protect Your Business from Cloud Data Disasters: SaaS Backup Explained

2. Real-Life Stories: SaaS Data Loss and How to Prevent It

3. SaaS Backup and Compliance: Keeping Your Business Safe and Compliant

4. Microsoft 365 Outages: How to Keep Your Business Running Smoothly

5. Ransomware Attacks on SaaS: How to Stay Protected

   
   

Webinar CTA Strategy:

1. Schedule your complimentary SaaS backup readiness consultation today and ensure your data stays protected.

2. Sign up now for a personalized demo and see how SaaS backup safeguards your critical business data.

3. Register today for a free SaaS vulnerability assessment to identify risks and secure your cloud data.

   
   

Webinars position your MSP as knowledgeable, reliable, and client-focused. Effective sessions encourage immediate engagement and deliver concrete solutions your prospects value. Ultimately, these webinars drive meaningful interactions and appointments.

Outbound Campaigns that Make SaaS Backup a Priority

Your outbound campaigns should actively highlight SaaS backup as a strategic business necessity, not an afterthought. Leverage strong statistics and clear messaging to create urgency.

Compelling Email Lead-Ins:

1. 1 in 3 companies lose critical cloud data due to lack of proper SaaS backup—don’t let your business become a statistic.

2. 90% of SaaS data loss is caused by human error—accidental deletion is more common than most people think.

3. File sync tools like OneDrive or Google Drive can spread ransomware across your entire organization.

4. SaaS apps don’t offer true backup—and Microsoft and Google both recommend third-party solutions for full protection.

5. In the last few years, outages at Microsoft and Google disrupted hundreds of millions of users. Backups kept businesses running.

   
   

Outbound Email Example:

Subject line: Is Your Microsoft 365 Data Actually Safe?

Body:

Hi [First Name],

I spoke with a client last month who lost an entire week’s worth of files after a team member mistakenly deleted the wrong folder in SharePoint. They thought version history would cover it—but it didn’t.

What saved them? A third-party SaaS backup we’d quietly bundled into their plan months earlier. That one feature turned a near-disaster into a 10-minute recovery.

Every day, businesses lose valuable data due to user mistakes, sync errors, or outages. Microsoft and Google make it clear—you're responsible for your own backup. Our SaaS backup service protects your data, restores it quickly, and keeps your business moving without disruption.

CTA: Schedule your free SaaS data vulnerability assessment today.

Outbound campaigns work best when they speak directly to what your clients care about—staying operational, avoiding downtime, and keeping their data safe. Use stories, not just stats, to show the value behind your offer. People remember what they feel, not just what they read.

Using SaaS Backup to Set More Qualified Appointments

Effective marketing for MSPs means connecting SaaS backup to the tangible benefits your customers need—security, productivity, compliance, and operational resilience.

Directly address your prospects' pain points. Most businesses underestimate SaaS data risks until disaster strikes. Appointment-setting conversations should emphasize proactive prevention and business continuity.

Example Appointment-Setting Scripts:

Raising awareness about hidden risks:

“Would you be open to a quick chat about how your Microsoft 365 or Google Workspace data is currently protected? I’ve seen too many businesses rely on built-in tools that don’t recover lost files when it matters. It’s a short conversation, but it could save you a lot of time and stress later.”

Sparking action with a common “what if” scenario:

“I know you're busy, but if you’ve got 15 minutes this week, we can walk through what happens if someone on your team accidentally deletes a key folder—or if your cloud apps go down. We’ll take a look at your current setup, and I’ll show you what fast, reliable recovery can look like.”

Addressing common backup misconceptions:

“You might already have some backup in place, but many clients we work with assume their SaaS tools cover more than they actually do. Let’s set a time to go over your existing coverage, spot any gaps, and talk through how we can close them without adding complexity.”

Short, value-focused calls help you qualify leads and build trust quickly. These conversations show that you're not just selling software. You’re offering real protection for real problems. When your outreach is practical and grounded, prospects are more likely to take that first meeting.

How Effective SaaS Backup Positioning Boosts MSP Profitability

Clearly positioning SaaS backup as valuable and necessary directly impacts your profitability. When marketed effectively, SaaS backup becomes more than a technical feature—it becomes a reason clients stay, spend more, and refer others.

Explain this profitability clearly:

1. Bundling SaaS backup with your core services increases retention by giving clients visible, ongoing protection they can’t easily replace elsewhere.

2. It helps justify premium pricing by linking your service directly to business continuity, which most clients value more than cost savings.

3. Well-positioned backup also reduces churn—clients with higher perceived value in their package are less likely to switch providers.

   
   

Practical advice for profitable bundling:

1. Create bundled offers that highlight business outcomes, not just features—e.g., "365 Data Recovery & Continuity Plan" instead of a generic backup add-on.

2. Use tiered packages to meet different needs and budgets, making sure each one includes a backup layer that supports clear recovery time and data retention goals.

3. Make renewal and upsell conversations easier by tying backup performance to real metrics, such as how many recoveries were completed or how much data was protected.

   
   

SaaS backup is a lever for long-term profitability. When positioned clearly, it strengthens your value proposition and makes your MSP harder to walk away from. It's a small shift in messaging that can lead to a big shift in margins.

Your Next Steps to Transform Your SaaS Backup Marketing

Marketing for MSPs succeeds when you clearly communicate why SaaS backup is not optional but mandatory. By highlighting real risks, clarifying common misconceptions, and linking backup to business continuity, compliance, and efficiency, you position your MSP as an indispensable strategic partner, not just another service provider.

Your action plan should include:

• Repositioning SaaS backup from passive to actively communicated across all your marketing channels.

• Implementing clear, practical messaging and focused campaigns emphasizing real-world impacts and benefits.

• Leveraging webinars, outbound campaigns, and strategic appointments to actively educate, engage, and convert prospects.

Ready to make SaaS backup a priority in your marketing and improve your MSP’s profitability and customer retention? Book your personalized marketing consultation with Dakota Ridge Marketing today and discover exactly how to revamp your SaaS service positioning for maximum impact.

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Frequently Asked Questions About SaaS Backup Marketing for MSPs

1. What is the most effective way to market SaaS backup for MSPs?

The most effective approach is to position SaaS backup as an essential business continuity tool, not just a bundled feature. Use clear, benefit-driven messaging that explains the risks of relying on built-in SaaS protections and showcase real-world recovery examples. This builds urgency and helps differentiate your MSP from competitors.

2. How can MSP digital marketing increase SaaS backup sales?

By integrating SaaS backup into your core content strategy—blogs, webinars, case studies, and outbound campaigns—you keep the topic front and center across multiple touchpoints. Targeted SEO, paid ads, and email nurturing ensure your backup solution reaches the right audience at the right stage of the buyer’s journey.

3. Why is SaaS backup important for lead generation?

SaaS backup addresses a high-stakes business concern: data loss. That urgency makes it a powerful conversation starter for MSP lead generation campaigns. Educational offers, such as webinars or vulnerability assessments, attract qualified leads and set the stage for a higher-value service discussion.

4. What common mistakes do MSPs make when marketing SaaS backup?

Many MSPs treat SaaS backup as a line-item add-on without explaining its business value. Others rely solely on technical specs instead of connecting to outcomes like uptime, compliance, and risk reduction. Both approaches limit your ability to upsell, retain clients, and justify premium pricing.

5. How can I measure the ROI of SaaS backup marketing efforts?

Track metrics like lead conversion rates, backup-related upsells, renewal retention, and reduced churn in accounts where SaaS backup is positioned as a premium service. These numbers reveal how SaaS backup marketing directly contributes to your MSP’s profitability.